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Why is it important for sales representatives to know whether a potential
business customer is making a new buy or a modified rebuy decision?
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- Name and discuss 3 primary types of objections customers typically raise: 1. Price objection: Customer believes quoted price is too high. 2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product. 3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson. Imagine you are newly employed as an Assistant Vice President (AVP) of Corporate Sales at a marketing organization. In the upcoming week, your team will be hosting a presentation for a new line of Tennis Rackets for 75 prospects. As you are aware, prospects are going to raise objections about this product. Using the compensation technique (admits the objection is valid but also discusses other benefits). and the acknowledgment technique (admits the objection is valid) discuss how one can apply these techniques to overcome objections. Why? Please be mindful to use…Choose the best ANSWER 1- What is the best need/benefit-oriented approach to defining a car? Descriptions of a car's engine size and features Outlining the warranty that comes with the car Describing how it provides more efficient and reliable transportation Showing the beautiful color and styling 2- What is the best way for TWU to define their "market" in a marketing sense? the location of their buildings current and potential students the faculty and staff delivering the product the mix of programs they offer 3- Which of the following is not recommended for a marketing plan? Communicate the plan to appropriate managers. Once you have a good plan in place, do not change it for at least a year. Marketing plans should be creative. Use common sense. 4- Which of the following is not a current trend (described in book/class)? Increasing consumer demands Decreasing price sensitivity among consumers Overall decrease in brand loyalty Increasing…Please answer in detail Name and discuss 3 primary types of objections customers typically raise: 1. Price objection: Customer believes quoted price is too high. 2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product. 3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson. Imagine you are newly employed as an Assistant Vice President (AVP) of Corporate Sales at a marketing organization. In the upcoming week, your team will be hosting a presentation for a new line of Tennis Rackets for 75 prospects. As you are aware, prospects are going to raise objections about this product. Using the compensation technique (admits the objection is valid but also discusses other benefits). and the acknowledgment technique (admits the objection is valid) discuss how one can apply these techniques to overcome objections. Why?…
- We have decided to start a new business called ABC headphones. We will be selling a variety of diff head phones. 1- Select a positioning strategy most suitable for your product idea. Explain your choice. 2- There are 3 types of customer decision making processes, real, impulse and habitual. Select the most applicable to your product. Explain your answer. 3- A product has distinct layers,namely core, tangible, augmented, potential and the product image. Explain each layer and how it applies to ABC head ohonesOne of your university fellows from marketing cluster, wishes to generate a research idea. He has scanned his own interests on the basis of his assignments and has read a few research articles and books, but has failed to identify an idea about which he is excited. He comes to you and asks your advice. Suggest any two techniques that your fellow could use, and justify your choice.Discuss four reasons why some organizations fail to conduct need assessent as thoroughly as they need to before the development and delivery of a training program check_circle Expert Answer Step 1 A needs assessment is essential because it supports a company to manage the ways that are hindering it from arriving at its craved purposes. Step 2 Given below are the four reasons that show why some organizations fail to manage need assessment as completely as they need to before the development and delivery of a training program- Require Judgement Time-consuming Misunderstanding about assessment Incapability to determine the uses of assessment Step 3 Need Assessment needs an understanding of the different parameters that are going to affect the organization in the future or are already affecting it. Judgment should be accurate in all manner which can be done only through proper analysis and evaluation. But in actuality, managers and employees think that it takes more…
- Does a firm have the right to “create” wants and try to persuade consumers to buy goods and services they didn’t know about earlier? What are examples of “good” and “bad” want creation? Who should decide what is good and what is bad?Where does the Gen Z demographic tend to make purchases, physical stores,online, or both?2. Do they perform any pre-purchase research? If yes, how do they conduct theirresearch.3. Is the Gen Z consumer interested in a personalized brand experience or justlooking for the lowest price?4. Does the Gen Z consumer appreciate purchasing choices?5. Does the Gen Z consumer have high expectations when making a purchase?Does the completion of the sale depend on the expectations being met?Select the correct response next to the matching statement(CLO-2). Which buying center participant - a buyer, decider, gatekeeper, influencer, or user-is most likely to make the following statements? "I'll place the order first thing tomorrow" Answer 1 "Without an appointment, no sales rep gets to see Mr. Johnson". Answer 2 "I specified the bonding agent on another job and it worked for them". Answer 3 "Okay, it is a deal-we'll buy it". Answer 4 "This bonding agent better be good". Answer 5 "I don't see any reason why we can't use this bonding agent on the next job"
- 1 (a) From the perspective of the Marketing department and a Tactical assistant marketing manager, discuss the effect of the PESTLE. Suggest ONE factor from three of the six external influences (PESTLE) that may be upsetting the business process(es) you have chosen and ONE factor from three of the six external influences (PESTLE) that may interrupt customers’ experiences. (THREE reasonable factors that may interrupt customers’ experiences) Request information from TWO other departments (Production, Distribution, Sales, Finance & Accounting, Human Resources) that could assist in your investigation. Please specify both the TYPE, and specific CONTENTS of the report you are requesting.CHOOSE THE BEST ANSWER. PLEASE ANSWER AS SOON AS POSSIBLE 1- What is the best need/benefit-oriented approach to defining a car? Descriptions of a car's engine size and features Outlining the warranty that comes with the car Describing how it provides more efficient and reliable transportation Showing the beautiful color and styling 2- What is the best way for TWU to define their "market" in a marketing sense? the location of their buildings current and potential students the faculty and staff delivering the product the mix of programs they offer 3- Which of the following is not recommended for a marketing plan? Communicate the plan to appropriate managers. Once you have a good plan in place, do not change it for at least a year. Marketing plans should be creative. Use common sense. 4- Which of the following is not a current trend (described in book/class)? Increasing consumer demands Decreasing price sensitivity among consumers Overall…When is a business most likely to adjust the marketing mix of a product? If costs change If customer needs change If management changes If Price changes